# Sales funnel calculator

https://salesbond.app/tools/sales-funnel-calculator/
Updated: 2026-11-07

# Sales Funnel Calculator: Find Your Funnel Bottleneck

A sales funnel analysis divides each stage by the stage above to find the step conversion rates. Enter your stages, from leads to won deals, to see each step’s conversion, the overall rate, and the bottleneck: the step where a few percentage points would win the most extra deals and revenue. Free.

Write one stage per line, top of the funnel first: a name and the number that reached it. If you only know the rates, choose the second option. Results update as you type, and the figures stay in this browser until you start over.

## Sales funnel example

In a quarter, 2,000 leads become 800 marketing-qualified leads, 240 sales-qualified leads, 160 opportunities and 40 won deals worth $15,000 each.

| Step | Conversion | +5 points |
| --- | --- | --- |
| Leads → MQL | 40% | +5 |
| MQL → SQL | 30% | +6.7 |
| SQL → Opportunity | 66.67% | +3 |
| Opportunity → Won | 25% | +8 |

Overall, 2% of leads become customers. The bottleneck is opportunity to won at 25%: five more points there win 8 more deals, about $120,000, more than the same lift on any other step.

## Sales funnel formulas

- **Step conversion:** stage ÷ stage above × 100.
- **Overall conversion:** last stage ÷ first stage × 100.
- **Extra deals from a lift:** won × (rate + lift) ÷ rate − won.

## Work on the bottleneck

Check a single step with the [conversion rate calculator](https://salesbond.app/tools/conversion-rate-calculator/). If the last step is the bottleneck, track it with the [win rate calculator](https://salesbond.app/tools/win-rate-calculator/); if the top is too thin, see whether your pipeline is big enough with the [pipeline coverage calculator](https://salesbond.app/tools/pipeline-coverage-calculator/).

## Frequently asked questions

### How do you analyse a sales funnel?

Count how many leads reach each stage in the same period, divide each stage by the one above it to get the step conversion, and divide the last stage by the first for the overall rate. The step with the lowest conversion is usually where to start.

### How is the bottleneck found?

The calculator raises each step by the same number of percentage points, 5 by default, and shows how many more deals you would win. Because a funnel multiplies its steps, the lift adds most where conversion is lowest. In the example, 25% to 30% on opportunities adds 8 won deals.

### What is a good funnel conversion rate?

It depends on how you define each stage, your market, deal size and lead sources, so published averages rarely compare like with like. Track your own rates every month or quarter with the same stage definitions and look at the trend.

### Should I enter counts or conversion rates?

Counts are best: the number of leads, qualified leads, opportunities and won deals from the same period. If you only know the rates, choose the second option and enter the number at the top, then each step’s conversion in percent.

### Why might my funnel numbers look wrong?

Stages often count different groups: this month’s leads but last month’s opportunities, or deals that skipped a stage. Use one group, such as leads created in one quarter, and follow it through. A stage bigger than the one above it is a sign of mixed groups.

### Is what I enter stored or sent anywhere?

No. The calculation runs in your browser and the figures are saved only in this browser so you can come back to them. Nothing you enter is sent to SalesBond or anyone else. Click Start over to clear it.

Related tools: [conversion rate calculator](https://salesbond.app/tools/conversion-rate-calculator/), [win rate calculator](https://salesbond.app/tools/win-rate-calculator/), [pipeline coverage calculator](https://salesbond.app/tools/pipeline-coverage-calculator/). More on sales and running a sales team on the [SalesBond blog](https://salesbond.app/blog/) and the [home page](https://salesbond.app/).

## Official sources

- [Wikipedia: Purchase funnel](https://en.wikipedia.org/wiki/Purchase_funnel) — the stages from awareness to purchase.
- [Wikipedia: Theory of constraints](https://en.wikipedia.org/wiki/Theory_of_constraints) — improving the weakest step of a process first.

**Updated on Nov 7, 2026.** This calculator is for information only and is not tax, legal or payroll advice. The result depends on how you define each stage: count the same group of leads through every stage, in the same period.